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BUSINESS NEWS WARE MALCOMB PROJECT WINS 2020 LABJ COMMERCIAL REAL ESTATE AWARD Ware Malcomb , an award-winning international design firm, announced one of its projects, Downtown West Medical Center located at 1120 W. Washington Boulevard in downtown Los Angeles, has won a 2020 Commercial Real Estate Award from the Los Angeles Business Journal. Ware Malcomb provided architectural design and civil engineering services for the project, which was managed out of the firm’s Irvine, California-based headquarters office. Downtown West Medical Center was awarded the Gold Award for Best Medical Project at the prestigious annual award ceremony. The four-story, 60,000 square foot Class A medical office building provides a state-of-the-art wellness campus and enhanced outpatient services to the surrounding downtown LA community. The new outpatient facility has been fully leased to HealthCare Partners, which is now Optum Medical Group after the recent acquisition by Fortune 500 firm UnitedHealth Group. The concrete and glass building features storefronts on the first level, with metal panels and tile bars completing the modern exterior aesthetic. A circular entry plaza serves as the core of medical campus and circulation hub, providing continued visibility and openness

throughout the site, as well as linking the existing three-story building to the medical development. An adjacent nine-story parking structure is directly connected via a bridge on the third level. The new building incorporates several sustainable features including a highly- efficient variable refrigerant flow HVAC system, providing heat recovery reuse throughout building zones to minimize energy waste, a 95 percent MERV 13 filtration system for the healthcare environment, a greywater system in place for future use, storm water storage and infiltration systems, and high efficiency LED lighting throughout. “This award underscores Ware Malcomb’s leadership in medical office design, as well as the synergy of our firm-wide resources. The urban infill location and footprint of this project, combined with the very specific tenant requirements of a modern medical office building posed unique design challenges that were addressed through collaboration with Ware Malcomb’s healthcare architecture and civil engineering teams,” said Michael Petersen, principal of Ware Malcomb’s health and science practice in the Irvine office. “We are excited to be a part of this award- winning project that has delivered world-class outpatient ambulatory care to a historically underserved community.”

“We worked closely with the project partners and our in-house architecture team to negotiate the challenges associated with Low Impact Development requirements in a dense urban setting to allow flexibility in maximizing the use of the limited site area. The result was a drywell with oversized conveyance pipes to meet both the volume requirements and the preferred means of managing the ‘first flush,’” added Luke Corsbie, director, civil engineering in Ware Malcomb’s Irvine office. The project owner is Robhana Group, and the developer is Inception Property Group. The general contractor for the project was Oltmans Construction Company. Established in 1972, Ware Malcomb is an international design firm providing planning, architecture, interior design, branding, civil engineeringandbuildingmeasurement services to commercial real estate and corporate clients. With office locations throughout the United States, Canada, and Mexico, the firm specializes in the design of commercial office, corporate, industrial, science and technology, healthcare, retail, auto, public/educational facilities and renovation projects. Ware Malcomb is recognized as a Hot Firm and Best Firm To Work For by Zweig Group.

“It takes discipline to wear different hats, but it brings incredible rewards and benefits as I get the unique pleasure of working on closing business that directly drives revenue today, while also focusing on opportunities and channels that will expand the firm’s future revenues.”

LIZ MCCORMICK, from page 11

strategies, social media content, etc. that not only expand our energy-related services to existing clients, but also introduce the firm to new prospects ❚ ❚ Participating in internal groups throughout the firm to find new opportunities to help colleagues solve their clients’ needs ❚ ❚ Participating in relevant external associations and attending regular meetings ❚ ❚ Attending and exhibiting at relevant trade shows and conferences ❚ ❚ Identifying internal resources required for pursuits and proposals In the sales capacity of my role, my daily tasks are focused on shepherding prospects through the sales cycle to close leads and generate revenue including: ❚ ❚ Regularly communicating with clients ❚ ❚ Scheduling client meetings ❚ ❚ Assessing client needs and understanding how they buy ❚ ❚ Identifying competitors ❚ ❚ Managing internal team members working on joint pursuits ❚ ❚ Conducting product demonstrations ❚ ❚ Working closely with technical sales support, i.e. Operations Managers

❚ ❚ Understanding and handling objections ❚ ❚ Asking for the “order” and closing deals ❚ ❚ Updating all activities in company CRM

When firms encourage a hybrid role between BD and sales, the result is often improved collaboration throughout the firm. A healthy firm is one that internally promotes and achieves cross marketing. Having the flexibility to see a prospect through closing results in the ability to solve additional problems they may face as a business, as well as bring in more revenue for your firm. Just as important, we have found most clients want continuity. They appreciate having one point of contact as a business partner and trusted advisor who knows their business and can bring them ongoing solutions that solve their problems today and can address their future needs. LIZ MCCORMICK is the business development director for Pennoni’s Energy Region. She can be reached at

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